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Marketing and Professional Selling Degree
Bachelor of Business Administration (B.B.A.)
Program type:
Major
Format:
On Campus
Est. time to complete:
4 years
Credit Hours:
120
Develop effective marketing strategies that support business-to-business sales.
The B.B.A. in Marketing with a Concentration in Professional Selling is a cohort-based
degree program that prepares a select group of students to prospect and secure the
customers that fuel the business cycle - driving production that leads to growth and
expansion and funds innovative research.
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Request More InfoWhy Earn a Marketing and Professional Selling Degree?
Your cohort will be the group of students that start with you, and they will move through the program and graduate with you. Being in a cohort means you will be brought together with students that share your interests and goals and are ready to work together. As you progress through the program, a community of support and encouragement will emerge and build towards a lasting professional network.
In the cohort-based sales program, activities include
- Researching databases to identify industries and prospect businesses
- Developing sales strategies to lock-in accounts
- Uncovering and prioritizing customer needs
- Demonstrating value that overcomes price objections and produces quantifiable results for both parties
- Developing interpersonal relationships by building trust
Marketable Skills
- Marketing project management
- Analytical toolsets
- Teamwork
- Marketing financial implication management
- Effective presentation skills
Marketing and Professional Selling Degree Highlights
Our faculty members are outstanding professors, distinguished researchers and experienced
professionals who have been honored by the International Franchise Association Educational
Foundation, the Marketing Management Association and the Academy of Marketing Science.
You can network with marketing professionals by participating in the student chapter
of the American Marketing Association, the ASCEND Pan Asian Leadership Student Chapter,
the Sports Marketing Association and the Mu Kappa Tau international marketing honor
society.
The G. Brint Ryan College of Business' Professional Leadership Program works with
corporate partners throughout the region to get you the skills needed to be competitive
in the workforce.
Faculty research has appeared in the Journal of Consumer Research, the Journal of Marketing, the Journal of Marketing Research, Marketing Science, the Journal of Consumer Psychology, the Journal of Retailing and the Journal of the Academy of Marketing Science.
You can now work towards this degree through UNT at Frisco and benefit from partnerships
with nearby industry partners.
In the Marketing program, we provide you with a well-rounded, state-of-the-art education
using a "learn today, apply tomorrow" classroom philosophy.
What Can You do With a Marketing and Professional Selling Degree?
Graduates will be ready for opportunities at any level of the career ladder, from sales consulting, enterprise sales and account management to leadership positions such as sales supervisors, district manager and national account directors.
Marketing and Professional Selling Degree Courses You Could Take
Marketing Metrics (3 hrs)
Calculate, understand and interpret fundamental metrics or indicators of performance
in marketing contexts. The pedagogical method is hands-on analysis of mini-cases,
problems and exercises, using hand calculation as well as computer worksheets.
Business-to-Business Marketing (3 hrs)
Focuses on developing the concepts, skills and strategies needed to successfully compete
in business environments where organizations rather than individual consumers are
the customers. Emphasis is placed on specialized knowledge and tools for developing
marketing and sales strategies in business-to-business markets. Topics include organizational
buyer behavior, team selling, relationship marketing, business market segmentation
and communication.
Professional Selling Analytics (3 hrs)
Numbers based approach to understanding and presenting solutions to provide customer
value propositions. Students learn financial and economic principles to estimate demand,
forecast trends and develop cost effective solutions to customer needs. Students also
learn how to use popular selling system and software solutions to optimize selling
effectiveness, customer relationships, and time and territory management.
Advanced Professional Selling (3 hrs)
Focuses on building lasting customer partnerships through advanced sales practices.
Emphasis is placed on consultative selling strategies and joint problem solving to
create superior customer value. Students learn through a combination of classroom
discussions, student presentations and sales call simulations.
Sales Force Design and Management (3 hrs)
Emphasis on designing and implementing a sales force strategy for complex business
environments. Covers the responsibilities of sales executives, field sales managers
and individual sales people. Topics include sales force structure, multi-channel strategy,
territory design and management, sales force compensation, motivation, leadership
and mentoring. Also examines ethical and legal issues related to selling activities.
Professional Selling (3 hrs)
Professional selling principles and practices for business applications. Principles
of communication, listening, selling yourself and a business sales model. Students
develop and present two sales presentations.
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